Practice Group Marketing Manager (Litigation)
Cooley is seeking a Practice Group Marketing Manager to join the Marketing team.
Position summary: Under the supervision of the Director of Marketing, the Practice Group Marketing Manager will work closely with practice group chairs, firm attorneys and other marketing team members to support all business development and marketing activities for the assigned practice group(s) and geographic market(s). The primary goal is to drive revenue through new business opportunities and client expansion programs, including strategic business planning, pitches and proposals, events and sponsorships, sales pipeline management, key client initiatives, and business development coaching and training. This position is responsible for working with attorneys in the practice to respond to marketing and business development requests in a manner consistent with the firm's overall strategy.
Work is defined by the strategies and goals of the Business/Litigation department. Work is reviewed at milestones, or at completion. Assignments are broad in nature requiring originality and ingenuity. Specific duties and responsibilities include, but are not limited to, the following:
Position responsibilities:
Strategic direction:
- In conjunction with the Director of Marketing, practice group leaders and firm leadership, develop and execute marketing and business development plan for practice group
- Develop and implement short and long-term strategic sales initiatives and tactics that result in measurable growth of business for the firm, with emphasis on retention of and cross-selling (within new practice groups) to existing clients, as well as cultivation of new firm clients
- Identify practice group targets/prospects and support programs, events, sponsorships, etc., to drive brand and revenue
- Guide practice-specific strategies/tactics and serve as liaison between practice group and other marketing functions
- Manage marketing budget for practice group
- Communicate strategies and tactics to attorneys to ensure implementation within all geographic regions
- Coordinate and leverage activities with the business development efforts of attorneys and marketing managers across the firm
Business Development:
- Serve as main point of contact for business development/sales support for attorneys in practice groups
- Work with the partners to formulate and implement policies and procedures for business development initiatives, including proposal preparation, client presentations, sales pipeline management and market development
- Lead RFPs/RFIs and other pitches and proposals for practice group
- Coordinate and participate in business development training sessions
- Help partners develop and maintain client relationships, identifying and prioritizing specific client opportunities and analyzing performance within the context of the firm's overall business development strategy
- Help identify and evaluate new business opportunities and targets. Identify and monitor trends in marketplace
- Build and drive key targeting initiatives. Conduct business research and relationship searches. Collect key target account data. Participate on client-specific target teams
- Support other practices' targeting initiatives consistent with overall firm strategy
- Manage sales pipeline information. Establish accurate reporting and forecasting systems for the tracking of business development
- Assess, analyze, target and initiate efforts to cultivate new clients for the firm and expand Cooley's cross-selling opportunities (between practice groups and among our various offices)
- The following apply only to PG Marketing Managers in the Litigation group
- Develop and maintain relationships with senior executives in support of ongoing client relations
- Develop selling methods/strategies that lead to measurable, competitive advantages for the firm
- Effectively articulate the value proposition of firm's services to specifically targeted clients
- Coordinate with Business Intake and Conflicts group, and others as necessary, regarding development of client profiling and other client information
Programs and visibility initiatives:
- Work with the marketing events team to execute and drive ROI for marketing events
- Manage business sponsorships and activities tied to the practice
- Champion firm branding and related standards on creative services projects
- Provide input and recommendations on local marketing programs and budget as needed
- Identify and support networking, speaking, media opportunities for attorneys that support PG business plans
Knowledge management:
- Serve as knowledge manager for practice groups and geographic markets and subject matter expert/liaison to marketing department
- Develop and maintain marketing materials and collateral (descriptions, engagement lists, client lists, awards, etc.)
- Steer data using the appropriate firm technologies and database resources (Salesforce, Pitchbook, CapitalIQ, Bloomberg, etc.)
- Promote exposure to practice group and individual attorneys internally
- Assist with lateral partner intake and onboarding process
Management and operations:
- Manage all aspects of the specific practice marketing activities in partnership with the Director of Marketing
- Research strategic market opportunities and successfully lead the cross-selling of existing services, practice groups and offices as well as overseeing the initiation of substantial, new client opportunities for the firm
- Provide leadership, guidance and mentoring to attorneys and staff through effective communication ensuring a well-informed and highly motivated team effort
- Create an annual budget and marketing plan, managing marketing functions to achieve goals within budgetary guidelines
- Work collaboratively with staff and managers across the firm to advance both marketing and other cross-functional goals and projects
- Role model the use of the CRM tool in managing the sales pipeline and for practice group business development
- Other duties as assigned or required
Skills and experience:
Required:
- Ability to work extended and/or weekend hours, as required
- Ability to travel, as required
- 5+ years of marketing and/or sales experience, preferably in a professional services organization, with proven ability to manage, coach and motivate
- Proficient in the use of the CRM tool
Preferred:
- Bachelor's Degree
- Advanced degree preferred in a related field and significant prior experience in sales and marketing organizations. Experience with sales contact database programs
- Supervisory experience
Competencies:
- Creative, quick thinking, and comfortable with risk
- Entrepreneurial nature
- Proven leadership capabilities, including decisiveness, effective prioritization skills and a results-driven orientation with appropriate sensitivity and concern for people
- Excellent analytical skills
- Ability to drive and achieve marketing goals
- Strong interpersonal skills with ability to facilitate and solve problems
- Strong communication, both verbal and written, and presentation skills
- Detail-oriented with advanced organization skills
Cooley offers a competitive compensation and excellent benefits package and is committed to fair and equitable employment practices. EOE.
The expected annual pay range for this position with a work schedule of 40 hours per week is $125,000 - $170,000. Please note that final offer amount will be dependent on geographic location, applicable experience and skillset of the candidate.
We offer a full range of elective benefits including medical, health savings account (with applicable medical plan), dental, vision, health and/or dependent care flexible spending accounts, pre-tax commuter benefits, life insurance, AD&D, long-term care coverage, backup care for children and/or adults and other parental support benefits. In addition to elective benefit options, benefited employees receive firm-paid life insurance, AD&D, LTD, short term medical benefits as well as 21 days of Paid Time Off ("PTO") and 10 paid holidays each year. We provide generous parental leave and fertility benefits. New employees will attend a detailed benefit orientation to learn more about our many benefits and resources.
#J-18808-Ljbffr
